Sales Executive SLED West

SailPoint; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

A leading company in Identity Security is seeking a SLED Account Executive to sell solutions to state and local agencies in New Mexico, Idaho, Wyoming, and Montana. The role requires strong communication skills, sales strategy development, and a customer-focused approach. The successful candidate will lead virtual teams, manage the sales cycle, and develop business plans while exceeding revenue quotas. This position involves approximately 50% travel annually.

Qualifications

• Skilled communicator during initial engagements and discovery calls.
• Proficient in presenting SailPoint solutions and comparing with competitors.
• Ability to lead virtual teams for sales success.

Responsibilities

• Meet or exceed quarterly and annual revenue quotas.
• Develop business plans aligned with your territory.
• Own all aspects of the sales cycle from qualifying to closing.

Skills

Communication

Sales Strategy

Customer Experience

Education

Bachelor's degree in IT, business, or sales-related field

Tools

Salesforce

Job description

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners, and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally, expanding our presence and creating opportunities for top salespeople to join our vibrant culture.

We are recognized by analysts such as Gartner, Forester, and KuppingerCole as the market leader. We strive to define the market ourselves, helping organizations understand who has access to what applications and data. Identity security is the central control point for enterprise risk management.

We are proud of our team and culture, which has earned us the title of “best places to work” for 15 consecutive years.

The role:

We are seeking a SLED Account Executive to sell our Identity Security Solution to state and local agencies in New Mexico, Idaho, Wyoming, and Montana.

To excel, the Account Executive should:

• Be a skilled communicator during initial engagements and discovery calls, analyzing prospects’ needs to qualify opportunities.
• Be highly proficient in understanding and presenting the value of SailPoint solutions, and how they compare to Microsoft, Okta, and Saviynt.
• Provide a superior customer experience from the first discovery call, leveraging skills to position our solutions and broader value propositions, including partner services.
• Lead virtual teams comprising partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to achieve sales and customer success.
• Operate as part of a team rather than independently.
• Act as the quarterback, taking initiative and preparing the team for calls.
• Make informed decisions about engagement timing and accountability.
• Create territory or opportunity plans outlining steps from discovery to the next sales cycle stages.
• Work closely with leadership to refine sales strategies for maximum effectiveness.

Responsibilities:

• Meet or exceed quarterly and annual revenue quotas.
• Address customer and partner inquiries with accurate, tailored solutions.
• Develop business plans aligned with your territory.
• Engage strategically with customers and partners to uphold SailPoint’s core values.
• Collaborate with marketing to develop and implement marketing plans with partners and end users.
• Follow up on leads and maintain updated internal systems.
• Lead technical demonstrations to showcase SailPoint’s advantages.
• Coordinate with post-sale teams to ensure ongoing account coverage and identify new sales opportunities.
• Own all aspects of the sales cycle, including qualifying, presenting, demonstrating, responding to RFPs, negotiating, and closing.
• Develop a deep understanding of your territory, including key players and competitors.
• Stay informed about product and technological strategies used by competitors and complementary organizations.
• Manage discussions across all organizational levels within customer companies.
• Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

The path to success:

Milestones are set at 1, 2, 3, 4, and 6 months, focusing on account planning, pipeline development, stakeholder mapping, engagement strategies, and sales forecasting, culminating in building a robust pipeline and refining market approach.

Education: Bachelor's degree or equivalent in IT, business, or sales-related field preferred but not required.

Travel: Approximately 50% business travel expected annually.

SailPoint is an equal opportunity employer, welcoming applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.